Was thinknig this afternoon about the best early advice I got when I first started out: “Shut your mouth.” Seriously. Ask one solid question, then stop talking. Let it sit. Let them talk themselves into buying. I hear too many new and mid-tier reps treat sales calls like therapy or something. Yapping about features, pricing, how “robust” our platform is. It comes across like you're trying to convince yourself. 80% listening. 20% talking. Works better than anything else.
This is good. As a newer BDR, I definitely catch myself overexplaining sometimes. Trying to practice better “question → pause” discipline. What's your go-to opener?
I had to put a sticky note telling myself to "shut up" as a reminder. Man, it can be hard to accept an awkward silence, but you have to. Nothing loses a deal faster than rambling because you're uncomfortable.
Mine was from a Sales Director earlier this year: be your stupidest self, and show genuine interest. Like really genuine - be transparent as a clean window. Basically every decision ever is gonna be made on gut feel in the end - so the more you can have the prospect trust you, the better. Example: If there's a question such as "where was the prospect last weekend they're looking so refreshed" in your head at the start of a call - ASK IT! People won't shun you for asking about them 121, and if they do - it might not be someone you want as a customer.